1. Selling Skills
Supply Side Demand Side
Dr. Mohamed Mossad

2. To add to your present skills
• Who is the Salesman
• The meaning of sales call
• Identifying buying motives
• Prospecting and Preparation of sales call
• The approach presentation techniques
• Sharpening questioning techniques.

3. To add to your present skills
• Handling customer's responses
• Identifying buying motives
• Developing various types of closes.
• Learning by doing (role play).

4. Who is the Salesman
 Every individual has a selling job to do.
 Everyone wants to sell his suggestions.
 “The salesman must ascertain, activate and satisfy
the needs of the buyer to the mutual, continuous
benefits of both parties”.

5. Qualifications for Success in Sales
 Human relations
 Straight thinking
 Presentation
 Hard working
 SMART working

6. Human Relations
 “Selling is successful only when the art of human
relations is successfully practiced”
 Human relations begin with the first impression.
 The appearance is the first important thing the
customer can buy.

7. Human Relations
 The salesperson should look:
 Neat
 Good taste in dress
 Plan before buying clothes
 Analyze his body & complement it by clothing
 Make a good first impression

8. Human Relations
 The salesman should not:
Wear stylish clothes
Be walking casual
Talk aggressive for the community
Be involved in religion, sports, or politics talking

9. Straight Thinking
 The salesman must be concerned with:
 Logic
 Organization
 Validity of evidences
 Credibility
 Honesty

10. Presentation
“Presentation skills are very important to influence
the five senses of the customer”

11. Hard Working
“Sales opportunities are directly proportional
to the number of contacts performed”
 Hard workers are:
 Self-starters
 Persistent

12. Definitions for Customer
 A suspect
 A prospect
 A user
 A customer
 A profitable customer

13. SMART Workers
“SMART workers are time managers”
 Schedule your time
 Make time more productive
 Allow time for unexpected
 Ration your time
 Take time for the sale

14. Recording & Reporting
No job is done till
the paper work is finished
A short pencil is better than
long memory

15. Recording & Reporting
 Report is less productive
 It is a must
 Think positively
 Do not let it accumulates
 Waiting time
 End of the day in the schedule

16. Recording & Reporting
 Value of reports to:
Company , Management , Rep.
 Types of reports:
Customer record card/sheet
Hospital record sheet
Coverage list , mailing list
Daily Itinerary , monthly plan
Activity reports , sales reports

17. Collect Information

18. Collect Information
“ Acquire all possible data about the customer that
moves the sale forward”
• Objectives:
1. Qualifying the prospect
2. Sharpen the sales Attraction
3. Identify prospects’ problem areas
4. Protection from making obvious mistakes

19. Types of Information
 Static  Dynamic
– Birth date – Prescription habit
– Telephone – Our market share
number
– Competition relation
– Mobile number
– Services delivered
– Potentiality
– Family condition
– Attitude
– Contract situation
– Treatment trends
– General need

20. Sources of Information
 Previous visit report
 Pharmacy
 Colleagues
 Competition
 Other doctors
 The doctor

21. The Ingredients of Personality
Attitude
Knowledge
Skills

22. The Ingredients of Personality
Skills
Selling ( Your image and ideas)
Communication
Negotiation
Presentation
Planning
Reporting
Time management
Computer

23. The Ingredients of Personality
Knowledge
Company
Product
Competitors
Business
Customers
Suppliers
Contractors

24. The Ingredients of Personality
Attitude
• Attitude is that way you look at things mentally.
• Half empty or half full a glass of water.
• How to look at the environment outside.
• To find a solution for every problem.

25. How to improve your attitude?!

26. How to improve your attitude?!

27. How to improve your attitude?!

28. Attitude?!
I Did 100%
I Will I Can
I Think I Can
Half-way There
I Might
I Think I Might 50%
I Want To
I Wish I Could
I Don’t Know How
I Can’t I Won’t
0%
Chance of Success

29. How to improve your attitude?!
• Aim high to achieve the best deal
The more you try , the more you'll have , the more you'll believe in
yourself .
• Give your positive attitude to others
Your positive attitude is reflected on others around you.
(Attitude is contagious)

30. How to improve your attitude?!
• Play your winners
List positive factors in your life ;your family,health,and your
strengths.
• Develop a workaholic mentality.
Think you are the owner of the company

31. How to improve your attitude?!
• Dedicate yourself on serving others
People who give are happier that who take.
• Use sense of humor
Humor and smiling are the greatest way to overcome a negative
situation

32. How to improve your attitude?!
• Believe in yourself
Never consider the possibility of failure
• Handle your difficult time
Exercise is a great way to get attitude adjustment

33. The Six Buying Motivations

34. The Six Buying Motivations
1. Making a gain / Quality / value
Buying to increase yield or money return (profit) ,
the gain can also be economy , saving material, money or gaining
time

35. The Six Buying Motivations
2. Avoiding / Limiting a loss / Security / Reputation /
Trust
 Buying to protect an investment from damage or loss., the loss
may be real or perceived .
 Could be loss of life, yield, profit, money, property or anything
of value, i.e. buying a product, which protects health, or increases
probability of long life .

36. The Six Buying Motivations
3. Having pleasure, Enjoyment , Comfort , Convenience
Buying because of enjoyment is one of the most marked motives

37. The Six Buying Motivations
4. Avoiding pain , worries , problems.
• Buying because it will remove physical or mental pain.
Close to fear or loss . Most people do not like discomfort .
• Drugs / Pharmaceuticals are an obvious example .
• Also less Work , safety freedom from worry , security ,
protection .

38. The Six Buying Motivations
5. Boosting pride , self-satisfaction
Buying because of inner feelings of wanting the best.
Pride is when someone makes a decision resulting in good inner
feeling.
However, they don't care what others know, think and say about
them: somehow they seek to be perfect (could be self –
improvement, style, high quality, etc.)

39. The Six Buying Motivations
6. Gaining social approval prestige, show – off
Buying because of the influences or reaction of others.
Where a decision is made to cause the prospect to appear to be
a good doctor, businessman, or pillar of society.
Also for prestige purposes: has to have what his / herneighbor /
colleague has (to show off ) .
Prospect cares what others know, think or say .

40. Selling Skills Workshop

41. Buying Motives

42. Buying Motives
•Urologist states to Rep:
This product is the only anti – infective I can safely use in hot climates"
•Pharmacist said:
"I have all narcotics under lock and key"

43. Buying Motives
• Doctor mentions to Rep:
"Besides professors Saad and Mohsen, I am the only doctor in town,
Who can deal properly with such a case"
• Hospital pharmacist said:
"Having given you such a big order for your product I hope you will
now concentrate your detailing on Dr. Sherif and Ahmed “

44. Buying Motives
• Sales manager discusses with his boss:
"With this project we will reduce period costs by 3 % "
• Retail pharmacist asks Rep:
"What about the expiry date of your product?

45. Buying Motives
Opinion leader tells Rep:
At last you have launched this product. I know it from my post –
Graduate stay in Germany .

46. Thank You!